Management is looking for someone to work the holidays. You believe that management would think better of you if you worked the holidays. If you work the holidays, which influence strategy was utilized?
A) Retribution
B) Reciprocity
C) Reason
D) Expert
Answer: B
Explanation: A) Incorrect. Retribution refers to the use of coercion or intimidation to gain compliance. Here, you are not using any actual or implied threats to gain influence over management.
B) Correct. Here, you are using a reciprocity strategy called ingratiation?you are complying with management's wishes now in the hopes that it will cultivate sufficient social favor that they will reciprocate in the future.
C) Incorrect. Reason refers to the use of logic or an appeal to shared values to gain compliance. Here, you are not telling management why it makes sense to give you increased responsibility.
D) Incorrect. Expert is a source of personal power, not a strategy for influencing others.
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